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EVALUATIONS AND COMPENSATION by Al Diamond When you mention employee evaluations in most insurance agencies, the owners begin to fidget, admitting that they do them spora...
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CUSTOMERS: COMPLEXITY, INTANGIBLES, AND INSURANCE by Chris Burand During the past few months, regulations have been proposed that would require agents and brokers to provide clients co...
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OVERCOMING OBJECTIONS: MODULE IV-A Life insurance must be sold-it is seldom simply purchased because it's needed or mandatory, like Auto insurance often is. And any time you sell, you'...
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COMMERCIAL AND PERSONAL LINES PROSPECTING LETTER Dear (Customer Name), I'm dropping you a simple note today to say one simple thing: WE WANT YOUR BUSINESS!! And that we're more than willing to g...
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DONT LET DOMESTIC VIOLENCE COME TO WORK Thousands of workers are being abused at home - and, all too often, this abuse spills over into the workplace. According to the American...
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FOUR DYNAMIC MARKETING TIPS by Patricia Berry Basic marketing tactics often produce the most profitable results. Patricia Berry offers four examples that have proven highly effective for any ...
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PRODUCER MANAGEMENT: BY THE NUMBERS by Al Diamond A proven method for giving your producers every opportunity to sell. Producers fail because of either a lack of sales ski...
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THE ILLUSION OF SERVICE by Al Diamond I recently tried a little experiment. Two agencies that I encountered expressed a great deal of pride in the degree of service provided by their staf...
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AGENCY TECHNOLOGY: NEW TECHNOLOGY APPLICATIONS THAT CAN HELP YOU GROW Ted Baker Most conversations about technology tend to focus on what specific tasks it should do, could do or is not d...
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DOES A BANKING RELATIONSHIP MAKE SENSE FOR YOU? by Chris Burand Banks are buying agencies, agencies are developing relationships with banks, insurance companies are opening banks, and a dozen...